The Discounting Trap: How Pulling Demand Forward Breaks Your Business

The Perils of Predictable Discounting | Yield Story with The Yield Doctor

In this Yield Story, James Deaker (The Yield Doctor) shares a cautionary tale about the dangers of predictable discounting and pulling revenue forward — a trap that many pricing and yield leaders fall into.

Based on real (but anonymized) consulting experiences, this story dives into how one company’s quarter-end discounting habits trained customers to delay purchases, eroded pricing power, and created operational chaos.

You’ll learn:

✅ What "pulling demand forward" really means

✅ How predictable discounts damage long-term revenue

✅ Practical strategies to break the cycle and retrain your customers

✅ Why sales incentives must be designed with caution

If you're a pricing, sales, or yield management leader, this is a must-watch.

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